5 WAYS TO CREATE A LEAD GENERATION OFFER
Leads or prospective clients are to a business as blood is to a person’s body. Run out of them and your business dies. There are three primary ways to get leads:
When you knock on somebody’s door (Offensive marketing. Eg Cold calling)
When someone knocks on your door (Magnetic marketing. Eg Content)
When you get a referral ( Referral marketing. Eg Affiliate marketing)
My favorite is when someone knocks on your door because of the bait or value you offer.
LEAD GENERATION OFFER
A Doctor sends you a print flyer that says “ Free blood pressure test for people over 40 years old plus a free blood pressure checklist book” You took the offer and showed up at his clinic. That’s a lead generation offer.
A lead generation offer is creating information that entices your target client to raise up their hands by themselves to show interest in your initial offer and to invite future communication from your company.
The second purpose of a lead generation offer is to help clients jump over the threshold of inaction and doubt
The third purpose of a lead generation offer is for you to demonstrate before your clients your competence or show them what you confess you can do. Like the example of the Doctor i gave earlier, the blood pressure treatment will make patients see his customer service in action, the cleanliness of his clinic and his other services
HOW TO CRAFT A LEAD GENERATION OFFER
The offer: Stack things up, bump things up to create an offer. Add free delivery, free installation, pay on delivery, get a free book. Your offer makes your core product look more valuable and it makes client look stupid for not taking it
Credibility: This is a mechanism to build trust. People buy from people and companies they trust. To execute credibility get : testimonials from. satisfied clients, take pictures with credible people at events, get on a list of …… or get a magazine to write about you or interview a credible person on your podcast
Notice how the multi million dollar business PAYSTACK uses it.
Guarantee: Put a guarantee. Like a money back guarantee or you can guarantee the process like if we don’t deliver in 90 days we’ll refund your money. Guarantee helps clients pull the buying trigger
Urgency: Put a start and stop date. Offers don’t last forever
Action : What action would you want them to take? click, book, buy, or sign up. Ask them to do it
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